GINO SA : DISTRIBUTION

CHANNEL MANAGEMENT
SALES AND DISTRIBUTION MANAGEMENT
 GINO BURNER Co.
•Gino Burner Co. founded in
1931 and headquarters in
Paris, France.
•Had a wide burner product
line, covering the domestic,
commercial and industrial
range.
•Known for its domestic
burners
•Largest burner manufacturer
and distributer in the world.
 THE BURNER MARKET IN
CHINA
•Before 1990
No burners were used before 1990 as most in China, Coal are being used.
•1990-95
Emphasis on pollution control, replaced with oil-combustion boilers.
Some of worlds biggest manufacturer entered the Chinese market.
•1995-98
Pricing issue. A threat to small burners.
Domestic-14%, Commercial-8% & Industrial- less than 3%
•Post 1995
Domestic- Price War
Industrial- expected growth of 20% for the next 5 years
Commercial- mainstream market
DISTRIBUTION CHANNEL
 GINO DISTRIBUTION
NETWORK

DISTRIBUTORS

Wayip Trading
Jinghua Fung’s Co.
Co.
DISTRIBUTION FUNCTION
• Credit Function
• Stock Function
• Sales and Service Function
 CURRENT SITUATION
• Gino completely relay on distributors for sale.
• Try to increase its industrial burner market.
• Weishaupt own sales force and distribution network.
• OEM are trying to bypass distribution issue with
distributors.
 CONCLUSION
• Gino SA Distribution Channel Management spends heavily on the research and development.
• Heavy investment in building the IT network, marketing, product design and process
optimization.
• Top management supports the innovative and creative ideas, and employees are encouraged
to participate in the problem solving process.
• Gino SA Distribution Channel Management has a large scale of production, which enables the
company to achieve the benefits of economies of scale.
• Gino SA Distribution Channel Management targets both high end and low-end market
segments.
• The primary customer segment of the Gino SA Distribution Channel Management is the family
with children, which requires Gino SA Distribution Channel Management to do social,
emotional and functional jobs to keep this market segment happy and satisfied.
PRESENTATION BY
ANUSUA DAS (18004)
MRIDUL SINHA (18008)
OINDRILA DASGUPTA (18011)
RUPALI ROY (18019)
SUCHARITA SARKAR (18027)
SUVAM DEY (18032)

THANK YOU